How To Make Product Knowledge Training Effective

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When a sales organization has an opportunity to get their salesforce together in one place, they desperately want to give them product knowledge. This is a very good idea, but it is often executed in a way that makes it more likely that the salesperson will sell product instead … [Read more...]

Episode 26 – On Training and Development with Dave Stein

Dave Stein is the founder and CEO of ES Research. Dave is the world's foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to … [Read more...]

What Are You Enabling?

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Sales enablement is an important role with lofty goals. The mission extends way beyond sales operations; it includes sales management and sales leadership. But what are you enabling? Are you enabling your team to do their very best work? Are you giving them the tools, the … [Read more...]

When To Take Your Team Off the Field (A Note to the Sales Leader)

When You Take the Team Off the Field (A Note to the Sales Leader)

When you take your team off the field make sure it is achieve the right outcomes. Too often sales organizations take their sales teams off the field to accomplish things that are better accomplished some other way. They take them off the field to cover administrative or … [Read more...]

If You Want Faster Results Find a Model

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Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing … [Read more...]